Autonomous IT Business Development Manager

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

The Autonomous IT Business Development Manager will be responsible for driving market success for ServiceNow’s Autonomous IT proposition - comprising the Technology Workflow product suite, and especially the growth of AI (Pro Plus). Key focus areas include driving the Autonomous IT growth strategy, expanding GTM function capabilities and shaping cross-functional ecosystem activities to build pipeline, execute sales, deliver customer value and ensure retention and growth.  

This position is a crucial role in further growing the business and driving lasting impact for customers, partners and ServiceNow.  The ideal candidate is a proven collaborator, expert at partnering across all business functions, adept in seeing the big picture, spotting where action is required to fix, enhance, accelerate the overall businesses performance. The ideal candidate must be able to combine GTM expertise, operational excellence and sales acumen to drive action and achieve defined results. 

What you get to do as the Autonomous IT Business Development Manager  

Business Performance & Planning 

• Own the multi-quarter business performance view; tracking progress to growth targets and key execution metrics. 
• Provide expert consultation in long-range and annual planning, including market analysis, growth objectives, prioritisation, investment focus, and compensation strategies. 
• Anticipate challenges and recommend adjustments and design success initiatives based on business insights. 
• Drive balanced portfolio performance driving healthy, predictable, and sustainable growth across the business. 

Go-To-Market (GTM) Strategy & Execution 

• Build and operationalise GTM strategies and programs in partnership with Global WF/BU teams and cross-functional stakeholders (marketing, GPC/partners, digital sales, core field sales, solution specialists & consulting, CEG) across EMEA. 
• Serve as the GTM voice for the Autonomous IT portfolio in business reviews, GTM plans, and strategic discussions. 
• Develop and execute multi-workflow GTM strategies in collaboration with Geo WF leaders and product teams. 
• Partner with the GPC organization to mature our partner ecosystem and support scaled GTM execution aligned with Autonomous IT growth objectives. 

Business Development & Pipeline Growth 

• Create business development strategies with area leadership to build healthy pipeline coverage and drive growth and innovation. 
• Plan account targeting and coordinate with marketing for campaigns and events that build pipe, mature deals, aid retention. 

Sales Enablement & Community Building 

• Foster and grow the workflow specialist community and culture; define enablement priorities, strengthen domain expertise, and ensure competitive readiness. 
• Partner with area-aligned solution sales teams to drive adoption and execution of Autonomous IT GTM strategies, programs, and plays. 

Evangelism & Thought Leadership 

• Act as the sales evangelist - representing the portfolio in large-scale customer and partner events, as well as executive briefings. 
• Create thought leadership content in collaboration with BU and marketing teams to strengthen market positioning. 

Summary of Approach, Outcomes & Impact 

• Strategic Growth Leadership: Build scalable GTM and sales strategies that accelerate business performance. 
• Cross-Functional Excellence: Unite teams across regions and functions to execute aligned, high-impact plans. 
• Sales Achievement: Consistently delivers strong results through disciplined execution and customer-centric selling. 
• Market Insight & Innovation: Leverages deep customer and market understanding to influence business strategy and innovation. 
• Global Mindset: Drives success in diverse, international business environments with cultural fluency and adaptability. 
• GTM Campaigns & Demand Generation: Activate targeted AI GTM motions and provide SME support to accelerate pipeline generation, deal progression, and out-quarter opportunities

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• Strong organisation, communication, teamwork, presentation, and time management skills. 
• Excellent problem-solving and strategic thinking capabilities. 
• Outstanding ability to influence and collaborate effectively across all levels of the organization. 
• Proven leadership and team enablement mindset with a “win as a team” approach 
• Demonstrated success partnering with senior leaders to shape business strategy and deliver measurable outcomes. 
• Experience inspiring and aligning global teams around best practices in a matrixed environment. 
• Exceptional presentation skills with experience addressing large internal and external audiences, including customer and partner events. Strong forecasting and reporting capabilities with a solid grasp of key financial metrics and ROI analysis. 
• Ability to translate market insights into actionable business and sales strategies for both near- and long-term growth. 
• International experience and cross-cultural collaboration are highly valued. 
• Fluency in English required; additional language proficiency and international experience are advantageous 

To be successful in this role you have:

• Deep experience in software solution sales, preferably within Technology, IT Operations, Infrastructure
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry 
• Deep understanding of the business of IT including demand, resource, portfolio and asset management, along with technical concepts around application development, infrastructure, operations, automation and cloud
• Evidence of technology solution-related business processes
• Experience leading virtual or matrixed teams
• Ability to understand broad, macro-level business IT needs
• 8+ years of sales experience within complex software or platform solutions
• Experience establishing trusted relationships with other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Able to thrive in a fast paced, growing, deadline driven environment
• Willingness to go above and beyond to win in the market against stiff competition
• Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences
• Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system
• Excellent communication and presentation skills

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.  

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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